There comes a time where every negotiator may have to face his own Goliath. That’s like a near impossible negotiation situation or a gigantic counterpart who appears unconvinced. It happens. It just happens.
However, just because it seems unlikely that a deal will occur wouldn’t imply you need to give up. You can always seek to change the way you do things. Because in negotiations, so many elements come into play and so much dynamics occur within. You just have to change.
For the past 3 days, my participants and I have been working and discussing on really tough negotiation situations. In this particularly intensive training, “Effective Negotiation Skills”, the duration has been expanded into 3 full days instead of the usual 2 days. I led these leader-participants to work on the dynamics and intricacies of negotiations and deals making. The intend was to allow the participants to discover the fine art of negotiation within and be empowered to enter into negotiations with various parties. Their generous sharing and participations made the session all the more meaningful and fun.
And from these trainings and real-life encounters, here are the key things you will need when you want to negotiate the impossible and with the impossible:
1. Guts and courage. You just got to have them.
2. Awareness of the dynamics of the negotiation, the situation, the background and the other parties. Your awarenss will require you to further analyzie in your mind how things will proceed from there.
3. Rationality. Keep your mind clear no matter how pressurizing it is or how demanding the other party is.
4. The ability to associate, disassociate and re-associate. This has very much to do with gaining superb advantage over the other party. You get to connect with emotion, yet keep your thoughts stable.
5. Quick wit. This is extremely vital for comebacks in negotiation. It’s a requirement for top-notch negotiating. What do you do when sacarsm and insults are hurled at you? How do you react when sensitive issues are brought up? And can you make a life changing decision when demanded? You will face all these with less than 10 seconds to reply.
6. Sharp tongue. Not only must your wit be quick, so must your tongue. Being sharp in replying takes the key advantages away from the other party and into your mouth, err.. your hands. Learn to speak well.
7. Accurate reading skills. You must read the changes and the non-changes well. Things become very dynamic once you meet up with each other. The party who can read better and respond accordingly has the huge upper hand.
8. Challenge the paradigm. Everyone comes into negotiation and deals making with their own paradigm and perspectives of how things should be. You’ve got to be able to challenge these inner opinions and further convince them why these paradigms should allow room for accommodation. The question is… dare you challenge?
9. Coolness. Now I don’t mean be cold. Coolness and coldness are different. Coolness tends to attract people to you while coldness repels. Unless it’s a reversal strategy, let the other party know that you can handle them, no matter what. Be cool.
10. Sincerity. Behind the coolness, lies the irony. You have to be emotional enough to let them feel your sincerity; and that you truly want to establish a win-win relationship with them… for the long term. Let them know it. And let them feel it.
Negotiating the impossible is no mean feat. It’s hardly a walk in the park. It sets the standard and requires the best out of you. Face it and work on it. That’s how you Excel Beyond Excellence!